Added on November 24, 2013
Ray Collis
Business Buyer , Business Impact , Business Results , C-Level , New Buyer , Sales Vocabulary , sell higher
![Selling Higher: Your Essential ‘C Level’ Glossary Selling Higher: Your Essential ‘C Level’ Glossary](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F11%2FSell-Higher-Glossary.gif&q=90&w=650&h=300&zc=1)
The reality is that today’s more business focused senior buyers talk quite a different language to the junior, often more technical buyer. That poses a challenge for sellers that have dealt almost exclusively with the technical buyer in the past. Adding some new words to the sales vocabulary is required. Are You Speaking The […]
Added on April 14, 2010
John O' Gorman
case , salespeople , sell higher , value
![Selling Higher – Are You Ready to Climb? Selling Higher – Are You Ready to Climb?](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2010%2F03%2FiStock_000006744932XSmall.jpg&q=90&w=650&h=300&zc=1)
The fact that decisions are being made at a higher level requires a totally different approach to selling. It can present many challenges for the salesperson, including access. Indeed, our experience of dozens of United Kingdom sales campaigns suggests it is 50% more difficult to access C level (CEO, CFO, or CTO) executives in major […]